Whiteboard Selling: Empowering Sales Through Visuals

Chapter 23

Packaging Your Whiteboard

Once you have a whiteboard design you are happy with, or a set of whiteboards aligned with each of the whiteboard types we have discussed, it's time to “productionize” your whiteboard so it is consumable by your field personnel and others intended to deliver the whiteboard in the course of business. You've written a script aligned with each step of the whiteboard as described in Chapter 22, but there are still five steps to make your whiteboard sales-ready.

1. Creating professional visuals.

2. Adding key questions to ask.

3. Adding Objection Reframes.

4. Packaging your whiteboard into sales tools.

5. Recording whiteboard videos and animations.

Let's talk about each of these.

Creating Professional Visuals

While we have the benefit of icon libraries, design templates, and professional whiteboard design software to manage content and generate whiteboard sales tools, a do-it-yourself approach to giving your whiteboard high production values is not insurmountable. Ironically, PowerPoint is an ideal platform to lay out your whiteboard text and iconography. Anyone with a pen-enabled Windows-based laptop/tablet running PowerPoint 2010 or later can take advantage of PowerPoint's pen annotation feature. Even those without a pen-enabled system can use the “Pens” Quick Access Toolbar command to draw pen annotations using the mouse. Here are the six steps required to do this:

1. Right-click on the Quick Access Toolbar (located either above or below the ...